One of my less-pleasant experiences selling real estate was when I sold a home for a real decent guy, and the buyer was a lawyer. I was new to real estate, and this lawyer knew all the angles. Without grasping into all the dirty tricks he used, Ill just say that the buyer had people involved angry, frustrated and worn down.

As a final blow, he arbitrarily decided that he wanted the price lowered by another $5,000. Now thats hardball negotiating. The seller was almost ready to throw away the whole deal, but he had been trying to sell the home for two many years, and we had been working with this buyer for many years. None of the agents or brokers involved wanted to see all their effort go for nothing.

There we are three agents under two brokers involved in the sale. We all agreed that suing the buyer was not worth it. Instead, we gave in. The seller had enough of the buyers tricks, so each of the other five parties to the sale (3 agents, 2 brokers) agreed to each forfeit a $1,000 of the commission, just to build the deal close.

This is an extreme example of using "measure investment" to your advantage. After investing so much measure , none of us wanted to lose everything. The lawyer knew that, and used it. In this case, there was nothing in the contract that allowed him to renegotiate the price, creating it unethical in my mind. Still, it was good.

Negotiating Real Estate Deals - Ethically

In other cases, it is just great negotiating. If you want to get the best price on a car, do you think youll apprehend it after spending two minutes with a salesman? Let him invest two hours showing you cars, and hell be begging the manager to let the car go for your low offer. The same is true with real estate negotiation.

Remind the seller about instant, to let him remember the time he has already invested. To do this politely, say something like "Look, neither of us desire to lose the measure weve spent on this and initial all over, so why do not I